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Sales Tip of the Week: Improve Your Referral Source Conversations

Whether you're a seasoned veteran or a brand new salesperson, we can all stand to brush up on our skills from time-to-time, to improve conversations with referral sources.

1. Listening Builds Trust
The reason why listening is such a powerful tool in developing the art and skill of conversation is because listening builds trust. The more you listen to you prospects and referral sources, the more they trust you and believe in what you are telling them. Also, listening allows you to understand your clients' needs so that you can better serve them and build stronger relationships.


2. Demonstrate Attentiveness
Another skill that will help you become a great conversationalist is to paraphrase your prospect's words in your own words. After you've nodded and smiled, you can say, "Let me see if I've got this right. What you're saying is ..." By paraphrasing the prospect's words, you demonstrate that you are paying attention and making every effort to understand his or her needs.


3. Ask Questions
Another way to improve your conversations with referral sources is to ask questions for clarification. Never assume that you understand what the prospect or referral source is saying or trying to say. If you don't understand something, ask, "Could you explain that further?", or if you need more details, inquire with questions like, "What specific challenges do you have with...?" The more you work at paying attention to what your prospects are saying, the more self-disciplined you will become in understanding and identifying their needs. If you are able to identify their needs before your competition does, you are much more likely to get the referrals.



Action Exercises
Here are two things you can do immediately in any conversation or discussion with prospects and referral sources. First, make a habit of pausing after you have asked your prospect a question. You will be amazed at how powerful this technique really is. Second, continually ask, "How do you mean?" in response to anything that is not perfectly clear. This gives you even more time to listen well.